商务英语专业术语.docx
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商务英语专业术语
商务英语专业术语
Bargaining讨价还价,Selectiveperception选择性感知,Interdependent相互依赖,Competitivesituation竞争性情形,Thedilemmaofhonesty诚实困境。
1.Bargaining
讨价还价
competitive,win-losesituations;
2.Selectiveperception
选择性感知:
Whentheperceiversinglesoutcertaininformationthatsupportsapriorbeliefandfiltersoutinformationthatdoesnotconfirmthatbelief.
3.Intangibles
无形因素:
intangiblefactorsaretheunderlyingpsychologicalmotivationsthatmaydirectlyorindirectlyinfluencethepartiesduringanegotiation;
4.Interdependent
相互依赖:
whenthepartiesdependoneachothertoachievetheirownpreferred
outcometheyareinterdependent;
5.Negotiatorrsquo;sdilemma
谈判者的困境:
thechoiceofwhethertopursueaclaimingvaluestrategyisdescribedasthenegotiatorrsquo;sdilemma.
6.initialoffer
最初报价:
thefirstnumberthebuyerwillquotetotheseller
7.Competitivesituation
竞争性情形:
whenthegoalsoftwoormorepeopleareinterconnectedsothatonlyonecanachievethegoal,thisiscompetitivesituation,alsoknownasazero-sumordistributivesituation,inwhichindividualsaresolinkedtogetherthatthereisanegativecorrelationbetweentheirgoalattainments;
8.Mutual-gainssituation
相互获益情形:
Whenpartiesrsquo;goalsarelinkedsothatonepersonrsquo;sgoalachievementhelpsotherstoachievetheirgoals,itisamutual-gainssituation,alsoknownasanon-sumorintegrativesituation;
9.BATNA
达成谈判协议的最佳选择:
anacronymforbestalternativetoanegotiatedagreement;
10.Thedilemmaofhonesty
诚实困境:
itconcernshowmuchofthetruthtotelltheotherparty;
11.Thedilemmaoftrust
信任困境:
itconcernshowmuchshouldnegotiatorsbelievewhattheotherpartytellsthem;
12.Distributivebargaining
分配式谈判:
acceptsthefactthattherecanonlybeonewinnergiventhesituationandpursuesacourseofactiontobethatwinner;
13.Integrativebargaining
共赢争价:
attemptstofindsolutionssobothpartiescandowellandachievetheirgoals;
14.Claimvalue
主张价值:
todowhateverisnecessarytoclaimthereward,gainthelionrsquo;sshare,orgainthelargestpiecepossible;
15.Createvalue
创造价值:
tofindawayforallpartiestomeettheirobjectives,eitherbyidentifyingmoreresourcesorfindinguniquewaystoshareandcoordinatetheuseofexistingresources;
16.Stereotypes
心理定势:
isaverycommondistortionoftheperceptualprocess.Itoccurswhenoneindividualassignsattributestoanothersolelyonthebasisoftheotherrsquo;smembershipinaparticularsocialordemographiccategory.
17.Contending
争夺战略:
actorspursuingthecontendingstrategypursuetheirownoutcomesstronglyandshowlittleconcernforwhethertheotherpartyobtainshisorherdesiredoutcomes;
18.Yielding
屈服战略:
actorspursuingtheyieldingstrategyshowlittleinterestorconcerninwhethertheyattaintheirownoutcomes,buttheyarequiteinterestedinwhethertheotherpartyattainshisorheroutcomes;
19.Inaction
不作为战略:
actorspursuingtheinactionstrategyshowlittleinterestinwhethertheyattaintheirownout-comes,aswellaslittleconcernabouttheotherpartyobtainshisorheroutcomes;
20.Problemsolving
解决问题战略:
actorspursuingtheproblemsolvingstrategyshowhighconcernforattainingtheirownoutcomesandhighconcernforwhethertheother
21.targetpoint
目标点:
thepointatwhichnegotiatorwouldliketoconcludenegotiations
22.resistancepoint
拒绝点:
anegotiatorrsquo;sbottomline,themostthebuyerwillpayorthesmallestamountthesellerwillsettlefor
23.apositivebargainingrange
积极的谈判空间:
thebuyerrsquo;sresistanceisabovethethesellerrsquo;s,andthebuyerminimallywillingtopaymorethanthesellerisminimallywillingtosellfor
24.Reciprocity
互惠主义:
whenyoureceivesthfromanotherperson,youshouldrespondinthefuturewithafavorinreturn
25.Thewinnerrsquo;scurse
赢家的诅咒:
thetendencyofnegotiators,particularlyinanauctionsetting,tosettlequicklyonanitemandthensubsequentlyfeeldiscomfortaboutanegotiationwinthatcomestooeasily.
26.Process-basedinterests
基于谈判过程的利益:
relatedtohowthenegotiatorsbehaveastheynegotiate
27.indirectassessment
间接估计:
determiningwhatinformationanindividuallikelyusedtosettargetandresistancepointandhowheorsheinterpretedthisinformation
28.selectivepresentation
选择性表述:
negotiatorsrevealonlythefactsnecessarytosupporttheircase
29.Paretoefficientfrontier
帕累托有效边界:
theclaimingvaluelineispushedtowardstheupperright-handsidetothefullestextentpossiblebycreatingvalue,andthelineiscalledtheParetoefficientfrontier
30.sharedgoal(共享目标):
thegoalthatbothpartiesworktowardbutthatbenefitseachpartydifferently
31.jointgoal
联合目标:
thegoalthatinvolvesindividualswithdifferentpersonalgoalsagreeingtocombinetheminacollectiveeffort
32.Endowmenteffect
捐赠效应:
Thetendencytoovervaluesomethingyouownorbelieveyoupossess.
33.Relationship-basedinterests
基于双方关系的利益:
tiedtothecurrentordesiredfuturerelationshipbetweentheparties.
34.Resistancepoint
拒绝点:
aresistancepointistheplacewhereyoudecidethatyoushouldabsolutelystopthenegotiationratherthancontinuebecauseanysettlementbeyondthispointisnotminimallyacceptable.
35.Alternatives
可替代的选择:
otheragreementsnegotiatorscouldachieveandstillmeettheirneeds.
36.Targetpoint
目标点:
onerealisticallyexpectstoachieveasettlementandtheaskingprice,representingthebestdealonecanhopetoachieve.
37.Haloeffects
晕轮效应:
ratherthanusingapersonrsquo;sgroupmembershipasabasisforclassification,however,haloeffectsoccurwhenpeoplegeneralizeaboutavarietyofattributesbasedontheknowledgeofoneattributeofanindividual.
38.Projection
投射效应:
Whenpeopleassigntoothersthecharacteristicsorfeelingsthattheypossessthemselves.
39.Mythicalfixed-piebeliefs
固定蛋糕观念:
thosewhobelieveinthemythicalfixed-pieassumethereisnopossibilityforintegrativesettlementsandmutuallybeneficialtrade-offs,andtheysuppresseffortstosearchforthem.
40.Anchoringandadjustment
基准调节:
cognitivebiasesinanchoringandadjustmentarerelatedtotheeffectofthestandard(oranchor)againstwhichsubsequentadjustmentsaremadeduringnegotiation.
41.Issueframingandrisk
谈判框架的制定方式与风险:
thewayanegotiationisframedcanmakenegotiatorsmoreorlessriskaverseorriskseeking.
42.Availabilityofinformation
信用的可用性:
innegotiation,theavailabilitybiasoperateswheninformationthatispresentedinvivid,colorful,orattention-gettingwaysbecomeseasytorecall,andthusalsobecomescentralandcriticalinevaluatingeventsandoptions.
43.Thelawofsmallnumbers
小数法则:
indecisiontheory,thelawofsmallnumbersreferstothetendencyofpeopletodrawconclusionsfromsamplesizes.Innegotiation,thelawofsmallnumbersappliestothewaynegotiatorlearnandextrapolatefromtheirownexperience.
44.Self-servingbiases
感知错误:
Thetendencytooverestimatethecausalroleofpersonalorinternalfactorsandunderestimatethecausalroleofsituationalorexternalfactors,whenexplaininganotherpersonrsquo;sbehavior.
45.Ultimatum
最后通牒:
anultimatumisanattempttoinducecomplianceorforceconcessionsfromapresumablyrecalcitrantopponent.